Forecast categories

Name	Pipeline	Probability	Description
Commit	Expansion	90%	Apply this category when you have received a clear verbal or written confirmation from the customer's decision-maker that they intend to sign. The deal is typically in the Negotiation or Proposal Sent stage, and there are no significant hurdles remaining before it closes.
Critical	Retention	90%	Apply this category when the customer has given a formal notice of cancellation or has expressed extreme, unresolved dissatisfaction that makes churn almost certain. The risk is explicit, immediate, and requires significant intervention to even have a chance of being saved.
Best Case	Expansion	75%	Apply this category when discussions are highly positive and the customer is actively engaged, but you have not yet received explicit buy-in. The customer understands the value, and you have strong reason to be optimistic. This typically applies to deals in the Solution Shared or early Negotiation stages.
Worst Case	Retention	75%	Apply this category when the risk of churn is serious and well-documented, but the customer has not given a formal cancellation notice. This could be due to a poor health score, a recent escalation, or a key stakeholder expressing strong negative sentiment. The relationship is actively at risk.
Pipeline	Expansion Retention	50%	If Expansion: Apply this category to any qualified opportunity where a need has been confirmed and a solution is being explored, but the customer's intent to purchase is not yet clear. This applies to all deals in the Opportunity Confirmed stage and early Solution Shared stage before strong positive signals are received. If Retention: Apply this category when a potential churn risk has been confirmed but requires further validation and management. The customer may have expressed initial concerns, or internal data shows a negative trend, but you are confident the situation is manageable with proactive engagement. This applies to most deals in the Risk Confirmed stage.